Comment by robofanatic

> Instead, think about the stuff you are offering.

This is exactly what the author is doing. Paying attention to detail. Not upselling you anything. He is not getting any direct ROI for doing that.

I recently hired a contractor to clean ducts in my house. He was really nice guy, while his partner was working, he chatted with me about how their carpet cleaning service could make my carpets look like new, and even pointed out a few spots in the kitchen where grout cleaning might help. He was a great salesperson and very personable but when they finished the duct cleaning, they left a bit of debris behind. It wasn’t a big deal, but was enough to make me forget all the upselling he did before. Just goes to show that a little attention to detail can make a big difference. Next time I might shop around or may hire them again only if they give me a much better price.